Sales Strategy & Communication Skills

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  • Topic: Sales, Selling, Sales management
  • Pages : 22 (7476 words )
  • Download(s) : 180
  • Published : January 9, 2013
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Executive Summary
This report shows the different stages of how a group of staff in a selling organization - Upland Company work together to successfully present their products to their prospects in bringing sales for the company. The report covers stages from examining the impact of external environmental factors to Upland’s sales, discussion of stereotype views of a salesperson, the value creation in buyer-seller relationships, ethical issues involved in relationship selling to prospecting, sales call planning to the communication of sales message, negotiation for win-win solutions and lastly, the closing and follow-up of sales. They have been presented respectively according to each of the role plays. Each and every step of the process is essential and crucial for a salesperson; as they not only affect the performance for a salesperson as an individual, but they also affect the company as a whole in terms of current sales, overall image, and future opportunities. In addition, personal integrity and ethical views are also involved. Each role play shows the different issues and problems that take place, the analysis and solutions to how they are resolved.

Executive Summary…………………………………………………………………….. 2 Table of Content
1.Role Play 1 ………………………………………………………………………. 6 1.1Introduction ………………………………………………………………… 6 1.2Issues ……………………………………………………………………….... 6 1.3Analysis ……………………………………………………………………… 6 1.4Conclusion …………………………………………………………………... 6 1.5Application …………………………………………………………………. 6 2.Role Play 2 ……………………………………………………………………… 7 2.1Introduction ………………………………………………………………... 7 2.2Issues ………………………………………………………………………... 7 2.3Analysis …………………………………………………………………...… 7 2.4Conclusion ………………………………………………………………..… 7 2.5Application …………………………………………………………………. 8 3.Role Play 3 …………………………………………………………………….... 8 3.1Introduction ………………………………………………………………... 8 3.2Issues ……………………………………………………………………...... 8 3.3Analysis …………………………………………………………………..… 8 3.4Conclusion ……………………………………………………………….… 9 3.5Application ………………………………………………………………… 9 4.Role Play 4 ……………………………………………………………………... 9 4.1Introduction ……………………………………………………………….. 9 4.2Issues ………………………………………………………………………. 9 4.3Analysis …………………………………………………………………...10 4.4Conclusion ………………………………………………………………. 10 4.5Application ……………………………………………………………… 10 5.Role Play 5 ………………………………………………………………...… 10 5.1Introduction …………………………………………………………….. 10 5.2Issues …………………………………………………………………...... 10 5.3Analysis ………………………………………………………………….. 11 5.4Conclusion ………………………………………………………………. 11 5.5Application …………………………………………………………...…. 11 6.Role Play 6 ……………………………………………………………...…… 11 6.1Introduction …………………………………………………………..… 11 6.2Issues …………………………………………………………………….. 12 6.3Analysis ……………………………………………………………….…. 12 6.4Conclusion ……………………………………………………………..… 12 6.5Application …………………………………………………………….... 12 7.Role Play 7 ……………………………………………………………..……. 13 7.1Introduction …………………………………………………………...... 13 7.2Issues …………………………………………………………………...... 13 7.3Analysis ………………………………………………………………..… 13 7.4Conclusion …………………………………………………………..…... 13 7.5Application …………………………………………………………....… 13 8.Role Play 8 ………………………………………………………………..…. 14 8.1Introduction ……………………………………………………….……. 14 8.2Issues ……………………………………………………………….……. 14 8.3Analysis …………………………………………………………………… 14 8.4Conclusion …............................................................................................... 14 8.5Application ……………………………………………………………..… 14 9.Appendix …………………………………………………………………..…. 16 9.1Dialogue for Role Play 1 ………………………………………………. 16 -17 9.2Dialogue for Role Play 2 ………………………………………………. 18 - 19 9.3Dialogue for Role Play 3 ……………………………………………..... 20 - 21 9.4Dialogue for Role Play 4 …………………………………………….… 22 - 22 9.5Dialogue for Role Play 5 …..................................................................... 23 - 24 9.6Dialogue for Role Play 6 ………………………………………….…… 25 - 27 9.7Dialogue for Role Play 7 ……………………………………….……… 28 - 29 9.8...
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